The 4 Sales Pillars for Business Growth
“You have too many things going on, Bill. Limit yourself to four Sales Pillars. No more. If a new opportunity comes in and you choose to pursue it, that’s fine. But only do so if you’re willing to give up one of the four.”
I was given that advice many moons ago and it has proven to be one of the more helpful guidance gems I’ve ever received.
The concept is quite simple: Rather than pursue everything, all the time, make a list of your four best opportunities for business growth, such as:
- More business from existing accounts;
- Pursuit of one Big Fish;
- Selling a new product line (signs, wide-format, digital print, etc.);
- Maintain current book of business.
Next, make certain that everything you are doing during your day has a direct connection to one of your Sales Pillars. If there isn’t one, consider its value. Maybe it shouldn’t be on your radar. Perhaps it needs the ax.
By focusing attention on your top four opportunities, you stand your best chance of rapid growth while making the best use of your time. There is less time wasted and increased productivity. I’ll warn you now that it’s not easy. You’ll need ruthless boundaries and a firm ability to say no. But the outcome can be spectacular!
To talk about what I can do for your sales team in the form of a live presentation, workshop, or individual training, either call or hit this link and jump on my calendar.
Bill Farquharson is the president of Aspire For and is a sales trainer for the graphics arts industry. Email him at firstname.lastname@example.org or call (781) 934-7036. Farquharson is also the author of the book, "The 25 Best Sales Tips Ever!" which can be purchased on Amazon. For more information, go to www.25BestSalesTipsEver.com